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Perspective

Helping Those In Need

Since Hurricane Katrina hit the Gulf Coast, we have
all been in shock at the devastation, destruction, and
damage left in its wake, As T am sure with you, I
could not stop the tears from streaming down my
face as I watched and listened to the stories of narrow
escapes, heroic acts, as well as mankind at its best and
worst, However, as 1 watched all of this unfold on
television, I found myself becoming more and more
detached, almost as if L was watching a movie, T then
began to realize the people I was watching were our
people — our Agents, our Managers, our Agency's
staff, our PR team, and our policyholders, These
people are our family, and they have been thrown in
the worst possible
American Income and National Income were founded
on the philosophy of protecting the working families
of the markets we serve, We are also built on a strong
foundation of putting family first and generously
giving back to the communities where we live
and work.

mstances.

It is with this in mind that, as a Company, we decided
to make a difference and give back by setting up the
AIL Hurricane Relief Fund. "The Home Office has
also decided to match the funds collected and will
waive the premiums of those policyholders affected
by the hurricane for up to 90 days.

"These decisions have been met with heartfelt support
by our SGAs, our Agents, our staff, and others in the
labor community.

Becky Turner, President and Business Manager of
OPEIU 277, said, "Thanks Roger, for all you do;

most of all, thanks for your kind heart. 1 am proud
to say T am associated with American Income and
National Income through the representation of your
employees and independent contractors, Lam equally
proud to be associated with AIL and NILICO because
of people like you. I admire your heart and your sense
of responsibility to your fellow man. 1 will read your
letter at our membership meeting, and I will make а
request through our Local 277 Executive Board to do
as much as we can to help. By the way, you will be
getting my personal contribution as well.”

We are all born from the same cloth, and we are
inevitably interwoven in our human nature. Knowing
this, we are all in this world to either make it better
or worse. I believe giving back to those in need is
what we are all about — it is what we do best. 1
feel we provide a valuable service in the coverage we
offer, and I believe we are all committed to helping in
our communities.

As Becky is proud, I am proud to be at American
Income and National Income. We come together
cach and every day to create small miracles —
providing help, support, and protection to working
families — sharing our inspiration in celebration of
the spirit of service — to our Agents, our Managers,
our SGAs, our policyholders — our family!

Please remember your service is needed now more
than ever, Reach out to your customers, your fellow
Agents, and your community.

Warmest regards,

Spotlight September 2005 $ Backto the Basics

Dates to Remember
‘Thursday, Oct. 27, 2005
All business and PR credits must be at
the Home Office to count for October
production.

“Total Bonuses Paid Out

This month AIL and NILICO paid a total
of $926,999.75 in bonuses. For more
information on the monthly bonuses, turn to

Page 16,

Required Retention Rate
Effective Jan. 1, 2005, to be eligible for
bonuses and featured in Spotlight, Producers
must meet the required Retention rate or the
minimum Net to Gross, The Net to Gross
rate varies based on bonus guidelines. The
rate listed below is for Spotlight recognition
only. Net to Gross is used only during the
Producers first eight months.

Retention: wm

E 75%

“Look for the Asterisk

The asterisks, shown throughout the
magazine, indicate that place will be a year-to-
date award winner. The Producers, who will
be recognized at the New Orleans Awards
Presentation, are: the top SGA from each
category, the top two PR Managers, the top
two PR Representatives from each category,
the top RGA, the top five MGA, the top five
GAs, the top SA, and the top ten Individual
Producers. ` `

be sw ум

Founder's Clu!

News Page
Congratulations are in Order!

Ronald Friedlander, an Individual Producer with the
Eric Giglione Agency, achieved $100,000 of 13-month
in force premium,

Patrick Parisi, an Individual Producer with the Chris
La Fond Agency achieved $100,000 of 13-month in.
force premium.

Alfred Brenner, an Individual Producer with the
Jatofi-Foti Agency, achieved $100,000 of 13-month in
force premium.

Herivelto Pereira, a GA with the Jatoft-Foti Agency,
achieved $100,000 of 13-month in force premium,
Maijargal Sukhbaatar, a GA with the Gleb
Ostrovsky Agency, achieved $100,000 of 13-month in
force premium.

Prepare Your Applicants

Occasionally, an applicant will not allow Underwriting
to complete a phone interview because they had already
been contacted by the Agency during the verification
process or because they believe the process was finished
with the visit from the Agent,

As you can see it is best to let the applicant know what
to expect. It is always a good idea to prepare your
applicant for a possible contact from the Home Office
in addition to your Agency verification call, Remember,
if your applicant knows what to expect, you can avoid
withdrawns and cancellations.

Also, it is important to include an accurate phone number
оп the application, as it will save you and the Home
Office time allowing the case to move quickly through
the Underwriting Department.

А Correction

We would like to apologize to Sue Akers. In last month's
Spotlight, she should have shown as number three PR
Rep in Category B with 1,109 cards

b Outstanding Producers

Published monthly by
American Income Life
Insurance Company for

the dissemination,
of information to
its Producers. Prior
permission must be
obtained from American
Income for reproduction
or other use of
‘material herein,

Home Office
254-761-6400
Web sites
ilife.com
lifecareers.com
nilife.com

Marketing

August 2 i
WESSEN, 000
Omar Hashimi | Jatoftfoti H 562,954 юл [p | Danielle Yannazzo
Amir Sedaghat | Rick tig 1 $44,200 ma |} | dyannazzoðilifi.com

ly Tehen David Cohen jj 55734 ms |å Graphic Artist
| Freddie Aguilar
Founder’s Club Outstanding PR Representatives Шет
GE © 2005 by American Income Life
Jane Company
Malia Arony HO CA/Hartman 3 14,604 Cards <=
Spotlight September 2005 8 Back to the Basics 3

AMS

Promotions

Promotions Galore!

AMS is a huge success! Everyone is benefiting from this state-of-the-art program, especially those who have been

Martin Banks ‘Thomas Craig Кеуіп Johnson Narinder Sidhu Kevin Tienken moving their way up the ranks. Read what our newly promoted Master General Agents have to say about AMS and
Cara Beasley Crystal Crossan Richard Lawson Alan Silverman Raphael Weaver Е е
James Bethea Mathieu Denis-Critchley Trent McCollum Caleb Smith Kouame Yoboue
Sorana Blackfoot Geoffrey Fischer Megan MeKeighan Robert Snow Alfred Young Jonathan Cole 72е owe my success toMario Cooper Ш hares McGrane The eege
Colin Brande Tony Fox Kevin Montgomery Todd Stallsworth Melton Young The Slav Biman Agency 90507 лоп, They taught me that The Slav Biman депу З Arben rier 02

n K 7 mean Qd work etis and determination койо Geert stars with enge he needs o
Jennifer Chauvin Chantel Gallant Shoshannah Morris Brenden Stewart ting bead te copay. {decided ot otters, and ining tothe experiences four
Ya Chu Lorenzo Harris Walter Queen Andrea Teran “to let mediocrity be a part of my vocabulary or way of behavior, and that superiors can teach you the kl to get ahead. Ву combining the two, you

Promoted to 5

ent Supervising Agent

Bradley Bittner Jullian Goodin Kenneth Mazik William Swango
Brian Brophy Heather Hewitt Matthew Melhorn Dawn Trudden
Denice Davidson Michael Lott Robert Snow Christopher Vianello

Promoted to

Timothy Clark Georgia Lee George Noujaim Scott Shields Terrence Thomas
Jason Gurnett. Edward Lous Scott Oltman Hovhannes Termartirosian Kristin Turner
"Todd Krentzel Michael Nelson Ray Sharples Randy Teyssier

d to 60 Percent General Agent

James Bailey
Raphael Bouchereau

John Bulecza
Clayton Frost

Michael Laramie
Glenn Snowden

Promoted to Master General Agent
Gordon Boles Matthew Guertin Timothy Meyer Richard Rainone
Mark Gorman Matthew Ho Bryon Paz

Promoted to Regional General Agent
Jose Ferreyro Nickolay Gusev Paulo Rosa
Kevin Frain Gabriel Hernandez

William Heath

Chris Hernandez

4 Spotlight September2005 WW Back to the Basics

decision helped me eam what I believe is the best job inthe world”

“Aim high, becouse you can definite get
och ay there, Thot the best advice can ghe anyone
Primed unc agg yng to be sucessful and get hed.

you opprooch every doy the you can mae a
еее then success and promotion ий come easy Just believe in
hat you da, and then do what you belive”

Meista Thieme 2909 what yout doing and have fun with
The Steve Hartman Agency YOW job, otherwise you won't have the drive to
Promoted uly 2005. 91094, Working or Steve Hartman, who

puts integrity above al ese, realy helped me.
He tought me that good service starts with coring about the беп ond
putting them fest”

Brianvamey Nep one for sucess stening. You have to
The David Zophin Agency.” and understand the instructions yov are

Promoted given. Step two is al about motivation. You
жир ‘have to be ready to до out and do exactly what
is needed to get the job done. Combine the two, and you are reody tobe
thebest”

“You realy need to put the customers frst and
aes ho repond other needs in a timely monner
Promoted August 2005 Help them as qui and honorably as you

possibly con. This reflects your personol
honesty, integrity and good work ethics, which I believe are tre things
everyone needs to be successful with the Company”

MGA is easly the best position you can have
Wanca Boue withthe Company. You jast have to work

ore guaranteed to be a success at whatever you chooser da"

“You have to be resilient to realy get ahead

Were at with the company — you cant let things
Promoted July 2005 970и down, because they keep you down,

Treat everything as a leaming experience.
Be receptive to feedback and isten to the advice and instruction of your
superiors, Youl find that the job just comes to you easier"

Ge Varghese "NO matter what obstacles are town your
"E chy gency "9% youneedrogo coud еп, yore
Promoted July 2005. S05 0 focus on what youte god a, bu you
relly ed to бав on wha oute notso good
‘otso you wil be ableto improve on t, On then can you be the bestat
what you da”

“never thought i be working in insurance,

Mark Gorman
eared sed Padre pits with
Promoted August 200$ the Company. beleve my success omes

from perseverance, patience and the ау
tobe coachable, As long as you are wiling to learn бот others, you will
continue to get better at your job”

“Stay in there! Everyone wi have their
Go Se ups and downs, but В a personis evel
Prone August nas 9f Ommiment deste and atitude hat
determines whether they succeed or nor, I
yu go above and beyond whats needed then you wl have no бое
being o huge success.”

Y
H S»
ета ay 20s, OU of ether. Cnmimen and solatio?"
persistence will get you through anything and gra
ойон you to rise above the challenges. And once you get here, remember: Con!
never stop recruiting.
Spotlight September 2005 8 Back to the Basics 5

Individual Producers

l Tampa, FL

Concord, CA

5. Robert Ulreich

Concord, CA

Los Angeles, CA

Marietta, GA

Kansas City, MO

Kailua, HT

N. Royalton, OH

Redmond, WA

Spotlight September2005 8 Back to the Basics

Individual Producers

August Production
1. Joseph Moore Mary Ayarzagoitia Тот Williams
2. Samantha Chui 2419 | 84 William Cook Williams-Williams
3. Omar Hashimi 22,157 821 Steve Foti Jatoft-Foti
4. Richard Galati 20,852 799 Geneser-Geneser.
5. Robert Ulreich 18,862 85.3 | Roger Johnson. Jatoft-Foti
6. Michelle Caringer 18,810 100 Glenn Vandesande Rick Altig
7. Ruben Soberanes 18,612 75.6 | Doreen Ryan-Foti Jatoft-Foti
8. Zachary Hart 18,496 813 | Mathew Hart Jim Surace
9. Lily Tchen 17,709 78.6 | Lily Tehen David Cohen
10. Jinzhou Zhao 17,603 87.8 | Ryan Stenglein Rick Alig
1L. Victor Quimson 17479 840 | Steve Foti Jutoft-Foti
12. Herivelto Pereira 16,874 7A3 | Curt Snow Jutoft-Foti
13. Lance Brown 16,708 913 David Zoph
14. Adam Fogelman 15766 | 100 Karl Schuckert Altig-Orlovi
15. Ronald Friedlander 15,596 545 | Theodore Pappas Eric Giglione
16. Sara Sparrow 15553 | 100 Phillip LaCross Altig-Orlovie
17. Lindsey Vleisides 15377 | 98 Dustin Baxter Geneser-Geneser
18. Jesse Wise 15265 | 94 Scott Keeney Oldham-Hadayia
19. Edward Loux 14706 | 91 Erie Neal
20. Antoinette Yellock 14639 | 97 Robert Smith Durhon Oldham
* Percentage of Net to Gross
YTD Production
* 1. Zachary Hart | $167,427 83.3 | Mathew Hart. Jim Surace.
` 3. Sylvia Freeman 132763 778 Williams-Williams.
` 3. Carla Miller. 129,892 742 John Akers
15 1. Timothy Cruise 128,140 827 | Timothy Cruise ‘Bob Olson
5. Omar Hashimi 127,619 824 | Steve Foti Jatoft-Foti
` 6. Samantha Chui 125,394 84 William Cook Williams-Williams
` 7. Max Quasem 120253 868 | Earnest Loveless David Cohen.
` 8. LilyTchen 117347 78.6 | Lily Tchen David Cohen.
* 9, Ruben Soberanes 117,050 75.6 | Dorcen Ryan-Foti Jatoft-Foti.
` 10. Daniel Potilechio 111,639 898 | David Wang Bob Olson
11. Nadia King 100,874 71.5 | Nadia King Altig-Orlovic
12. Lance Brown | 99,686 913 David Zophin
13. Ronald Friedlander 97,826 345 | Theodore Pappas Eric Giglione
14. Mary Ann Gaelic | 97103 75.8 | Lawrence Hauck Steve Friedlander
15. Robert Ulreich | 96960 853 | Roger Johnson. Jatoft-Foti
16. Maijargal Sukhbaatar | 96,076 749 Gleb Ostrovsky
17. Peter Kang 95,011 91 Jeremy Welch Slav Bitman
18. DeSheila Hargrove 92,118 802 | Diane Carrion Eric Giglione
19. Yvonne Hernandez 91,824 747 | David Iriye David Cohen.
20. Carlton Lear. | 99775 712 | David Wang. Bob Olson.

Spotlight September2005 Back to the Basics

^ Percentage of Net to Gross

Agent Anniversaries ВВ Bonus ` `

Have You Taken Advantage of
Happy Anniversary! This New Opportunity?

Listed below are the qualifiers for the second month of the BR Bonus, With the addition of this bonus, we paid more

Thanks for all gou do. Con gratulatio nal than $920,000 in bonuses rhis month alone. We have four months to go! Dont miss this extraordinary opportunity of

adding to your monthly income.
‘Qualifier ` een Qualifier | Bonus Quifer | Bonus | [Qualifier | Bonus
31 Years of Service 6 Years of Service Cont. 2 Years of Service Cont, [Year of Service Сот. , END а=» avem isla Wes oe pu Sg
Mark Beier 5298335 Tm McAdams, sumas Aron Webb $630.38 Mary Mangen 939225
Donald Wold Bill Hayer Salvatore Giacchi Howard Heron Ба овен | cv nma ` эшш жап ` сып sms
- Dorian Oldham Gladys Holder William Hunter азотии amw шшш йз ` weien изв ` mri sns
23 Years of Service А А Robert Levin Jennifer Ingimundson De шел мш» КН ию ` шешт зни
Joseph Sbeghen Years of Service Kathleen Loughran Jason Jones DS ым» eld КО Ses ею биз
"e Matt Henderson Brian Lulloff ‘Alexandre Kalinic m vn аме an ` Min. sa Башан mon
16 Years of Service Alex Roland Andrew Manchon Peter Kaplanis m" лом нин nmn ` эюм Wan ` берше En
Jeffrey Dinocento s Brett Maves Ilya Kardava adiens йз ноа nmn ` мамы зан | ` eweg sem
€ 4 Yeats of Service Eddy Metidieri ‘Saved Кы, er pow Sus ` кюте ман лате sun
14 Years of Service John Baloun Harject Rana Jesica Lapointe ee ven um fms uo та ШЫ eae
Debbie Enstedt London Burnett Richard Refano Catherine Longo шеш hod BE — нат ра шж с = SH
А Angelica Gallardo Narinder Sidhu Tim McAdams meis Md ТЕ" мие. E же Di ped
13 Years of Service Kevin Haines Randolph Souliers Michael Nelson rc | EM =l >. = ES ae
" Sidney Hoógdis. 91954 Cayton Frost БЫ Jon Hane өзи. те D
Shashi Parekh Matthew Kernan Godley Varghese Max Noland ышк Ate) të tel) @ ш M КОООЙ ow
12 Years of Service Alison King Lynda Williams. Haylee Nye ме бйз ` юш en ` trtne snn ` matma o
e Camilla Lofranco ГЕ чаши Manuel Olea mee йн Reim. x" зал тыну йз»
Mitchell Look Israel Pena Jessica Palmisano Fee en | ` Jee жиз | ` wie sum | низом sour
МИР Marcus Smith James Aduminta Philip Parisi n" aen ` eben smn тюшю sna nila sva
L Years of Service Lawrence Tenamore Thomas Alligood Jonathan Petzold nen SURA обы РЯ sas mule ES
Mare Morton à : Majed Alsaigh Jeffrey Shelton p pv Sen Deom san тыт sot
Gary Williams Aan of Service Astor Asada Ryan Shoji Ste план — Менн 759 Боз Оноо sos
Kelly Bittle Elonia Barr Shannon Spindler Jano nem tad bare эйзи уњ man Samuel aaa rn
8 Years of Service Frederick Dagostino Kevin Barrow Jane Truscott aan змат est зл ынан зан Рашн "mn
Bradley Kincaid Donald Grandy Ryan Bisanz Wayne Ulrich nse si DINE —— жаз) Es жк ME ms
Theresa Logue Ronald Marx Brian Brophy Brian Varney ha СЕ асе кее [К ee deer Ki
Ron VanWoesik Malcolm McCall ‘Tommy Chan Shamir Wallani ae | BE ws е -— E geg
Julie Wells d ened y
J es ma е ГӘ экө u bes Aën ` шшш sn тшшш Aen ` асым ES
of Servi mV шем ` Am dme Mà тшме ме» ` mate sm»
2 Years Gf Susi Larry Edwards Sara Wiltsie pem sem ме» sate ини пела imn
Lance Brown f Robyn Ferraro Ke nmn | ge am) Kaes иш | ` kat ния
Sushen Chand Dentin Cedeno т Gs zech ac) MERE жш Бла жш | [еей Pss
te кАшпур Бат jack Gordon тюшюн suus ‘Shawn Brookshire mmm Dustin Mier "ann Joshua Goodman mem
6 Years of Service Joyce Dacklin Jason Сите | wien шит eaten zen | шым» 0а ` nie son
Narinder Dhillon Cheryl Foti Jason Harris тыш en ` шше zu ` маа | — M
Nickolay Gusev Adriana Garcia Howard Heron mem en Seay rm smsa
Goes Aen ` шеме en ` шею заш
EEN 512036 Fak Sommers p ету Gay m" Total Bonus Paid
Bradley Bitner $us Nathan Snider Lord ‘Danie! Limon. Dui $149,926.74

8 Spotlight September2005 ЖЕ Back to the Basics Spotlight September 2005. Back to the Basics °

Supervising Agents General Agents

Houston, ТХ Kansas City, MO
Denver, СО
ial ‘Menomonee Falls, WI H Auckland, NZ 9 | N. Royalton, OH.

асани eee All Th
Month: $102,403 1st Yr. Eric Neal Month: $111,262 Net ALP Eric Neal

Name Un NetALP NG

Canonsburg, PA

g | М. Royalton, ОН

August Production

——Á —€— 1. Michael Laramie $57918 4 |AjO'Connor | Steve Greer
August Production Month: $43,409 Ist Yr, Month: $68,050 Net ALP Mary Ann Galie 2. Jennifer Price 53,067 i Dustin Baxter | Geneser-Geneser
3. Steven Engrav 41,318 : Wayne Hendricks | Joseph Manone
uns INANE TUM IER. 4. MaryAnn Gaclic | 36901 Lawrence Hauck ` | Steve Friedlander

` с ү; d M 5. Zachary Hart. 30,963 0 | Mathew Hart. Jim Surace

James Cahalin z z Joshua Goodman Bill Jennings 6, Glenn Snowden 30,491 : 5 | AJ O'Connor Steve Greer.
Scott Rehberg , . манне na fusci | 7. Karen McQuoid | 30,484 : O | Lawrence Hauck | Steve Friedlander
. Bradley Bittner : а ‘Alex Roland Chris La Fond 8. Cesar Astralagn 25,935 t Dorian Oldham ` |Durhon Oldham

. Ryan Bisanz 3 : Joann Stewart | Altig-Traboulay 9. Nicholas Zangardi | 25,860 7 (6 | Marcus Smith |Jim Surace

10. Clayton Frost 25,736 k Jason Mollo David Zophin

All T Record to Beat
YTD Production YTD: $489,120 Ist Yr, Eric Neal | YTD; $864,620 Net ALP
YTD Production YTD: $266,978 Ist Yr. Магу Ann Gaelie | YTD: $443,893 Net ALP Масу Ann G: | - a AAE NE
а let 4 3

. Steven King XS Sonny Gurney — | Paul Rumbue

EEGEN

Supervising Agent selection guidelines for recognition inthe Sparligh are as follows: Must Aave ome First Year Agent codat and mec ай production repuirements

General Agent selection guidelines for recognition in the Spetighr are as follows: Miaz dace us First Yaar Agents coded and meet all production reguirements

10 Spotlight September 2005 ЖШ Back to the Basics Spotlight September 2005 8 Back to the Basics п

Have you ever gone into a really nice restaurant and received
lousy service which made the whole experience not worth your
while? Have you ever gone into a store looking for something
and unable to find it, only to notice that all the salespeople on
the floor are ignoring you? Have you ever gone to the doctor's
office sick as a dog and everyone rushes you in and rushes you
| out, leaving you to think ‘what just happened?"

Ars d

relationship. Therefore, it just makes sense to take the extra time and do it right from the start — it could be the key to unlocking your

check out the sidebar to the right.

Spotlight September 2005

Service is a commitment and should be ingrained in every aspect of your business. Remember, every interaction you have

We have all experienced- some sort of lack of service in ne
way, shape, or form. More importantly, we all know wi it
feels like to be properly serviced and not serviced at ali. At
American Income and National Income, we dont wan: our
customers walking away from the experience exclaimin <
“What just happened?" We want our customers to fee! at
their needs are important and that they will be treated ›
family — because they are!

о keep in mind when servicing the individuals you are meeting on a daily basis:

er what you can do for them, not what you can't do.

conclude each call or visit with a “thank you,” or a verbal message of appreciation for their business.

in that your tone of voice is in sync with your words. Remember, your tone can completely contradict your

v
ways ask if there is anything else you can do. Taking the time to do this often results in increased busin

Back to the Basics

—The Key to Unlocking Your Business Potential

Serving your clients is just another opportunity for you

to enhance your business relationships. “Customers and
prospects want to be treated as unique individuals,” according
to JustSell.com, "Service is defined by the individual
experiencing it and more often than not, they are looking for
salespeople to exceed their expectations.”

h a client.

Building Your
Core Values*

Over the last several years, many of us have
heard references to the book "Good fo Great.”
Well, the references don't stop here!
Author Jim Collins has done extensive
research into what makes businesses
successful, and he says, "Our research points to
опе essential element in any successful company.
Those that are the best have built a set of core
values and lived by them.” Listed below are
eight reasons to build core values and live
by them:

1, Builds client trust. Trust is the

foundation of all lasting relationships,

2. Earns you respect with other
professionals. Professional referrals
can only help you when building
your business

Promotes customer loyalty.
Renewal premiums and repeat

customers,

ss stem from satisfied

4. Promotes customer referrals.
Satisfied customers refer friends.

. Reduces customer complaints and
promotes good recommendations.
A stellar ake
years to build, but the benefits are
endless.

les reputation с;

Promotes personal pride.
Knowing you are doing the right
thing for your customer produces
confidence.

Makes you happy. Happiness
comes from within, knowing you are
an individual of absolute integrity

8. Makes you more money. Research
proves solid ethics build trust and trust
sells — short and long term.

` Benefits Selling Magazine, August 2005

Master General Agents

Regional General Agents

Houston, TX

Canonsburg, PA

Denver, CO Edison, NJ
All Time Record to Beat All T tecord to Bea:
August Production Month; $190,653 Ist Yr oon Month: $250,859 Net ALP jin Bianchi
. AJ O'Connor $105,434. v Steve Greer.
. Wayne Hendricks. 101,554. , Joseph Manone
Horace Johnson 89,202 e | Tom Williams P
|. Barry Dillah 74,103 л | Eric Giglione August Production
. Mex Roland 68,289 M z Chris La Fond.

. Gabriel Hernandez 61,849 j 3 | David Zophin

. Lawrence Hauck 61,752 i 3 Steve Friedlander

. Matthew Wolfanger 56,416 x L| Durhon Oldham
. Allan Jennings 55,583 : 7 | Bill Jennings

10. Mathew Hart 54,488 À jim Surace

$164,485 | $221,095 L9 | Steve Greer

118,047 | 143,586 Bill Jennings
105,182 | 203,885 L | Eric Giglione

All Time Record to Beat All Time Record to

YTD Production YTD: $1,705,178 1st Yr. Shv Bitman YTD: $2,168,283 Net ALP Pi Rumbue

YTD Production
Name ;

* 1. AJO'Connor . Steve Greer
* 2. Barry Dillah Eric Giglione : * 1. AJO'Connor $979,770 — $1,240,282 709 | Steve Greer
* A. Doreen Ryan-Foti. Jatoft-Foti 2. Jason Mollo 941,665 1,107,368 72.8 David Zophin
* 4. Jim Bianchi Durhon Oldham 3. Joshua Goodman. 779,732 1,047,719 725 Bill Jennings
* 5. Horace Johnson , L6 | Tom Williams B

6. Gabriel Hernandez 383,114 David Zophin

7. Lawrence Hauck 646,539. Steve Friedlander

8. Alan Conquest. 347,257 409,926. f Steve Hartman

9. DeMario Cooper 341,561 352,823 5 Slav Bitman

10. Scott Keeney 329,838 412,930 Oldham-Hadayia.

“Master General Agent selection guidelines for recognition de Spotlight are as follows: Mas? have four Fr Your Agents edd and mert all production requirement

14 Spotlight September2005 WI Back to the Basics Spotlight September2005 W Back to the Basics 15

* Only the top ten qualifiers in cach bonus category are shown. A full list of bonus qualifiers is provided on

Bonus Page

$Show Me the Money$

Retention: Bonus*

Qualifier Bonus Amount
Joseph Moore Marc Zipper Р. $5,661,532
Omar Hashimi Jatoft-Foti. f $4431.41
Richard Galati Geneser-Geneser $3,962.00
Robert Ulreich ой-ой $3,772.44
Zachary Hart ` — Jim Surace $3,699.39
Lily Tehen 0. David Cohen. $3,597.04
Jinzhou Zhao Rick Altig $3,520.61
Victor Quimson Jatoft-Foti $3,435.94
Lance Brown David Zophin $3,341.60

Ruben Soberanes Jatoft-Foti $3,329.40
"Total Retention Bonus Paid: $552,945.16 шен 4

Leadership Bonus*
__ SGA. Bonus Amount

AJ O'Connor. О Steve Greer ` $8,539.60

Barry Dillah Eric Giglione $7,649.81
Doreen Ryan-Foti Jatoft-Foti $5,606.84
Matthew Wolfanger Durhon Oldham $5,547.27

‘Wayne Hendricks ` Joseph Manone ` $5,492.83. |
Alex Roland — Chris La Fond. $5,427.91
Hal Herman ` ` Durhon Oldham $5,193.52 |
Lawrence Hauck Steve Friedlander $4,967.65
Jim Bianchi Durhon Oldham ` "$4,915.18
Gabriel Hernandez. David Zophin — * f

Total Leadership Bonus Paid: $189,270.74 |15 ~

ALWall ` ` A | 3191682
Laurie Onasch » $1,862.00 _
Charles Hill » t- $1,848.48 |
Becky Cutler —— Bill Jennings — 00 $1,806.48
Rachelle Valdez Altig-Orlovic $1,683.20
Robin Andrade David Zophin $1,274.28
Jacqueline deVooght Rick Altig $1,255.95
Mark Gagliardi Jatoft-Foti $1,168.58
Vivian Dwyer Altig-Hay $1,146.26

Total PR Bonus Paid: $34,857.11 ee

the inserts accompanying this magazine.

Spotlight September2005 I Back to the Basics

Contributions

MONETARY DONATIONS

American Income & National Income

+ Gave $62,500 to the American Friends of the Yitzbak
Rabin Center to sponsor the Bahr Retirement Dinner.

` Contributed $177.24 to GCC/IBT for mailings.

` Donated $500 to the Winnipeg Labour Council.

` Contributed $1,000 to the Winnipeg Folk Festival.
+ Gave $500 to the CLC Youth Camp.

^ Donated $500 to the MFL Youth Scholarship Fund,

~ Contributed $5,000 to the Labor Heritage Society's Spirit of
Solidarity Campaign.

The Rick Alig Agency
` Gave $500 to the OPCMIA North West Conference.
` Contributed $450 to Manitoba Building Trades for the

Charity for Kids Annual Golf Tournament.
` Donated $34.22 to the CPAA's Annual Conventi
` Gave $100 to Soar C2 for their Annual Golf Tournament,
+ Contributed $160 to the Intemational Snowmobile
Conference's Convention,
` Donated $250 to the Vermont AFL-CIO for the James

ss Scholarship Fund.

` Contributed $500 to the Manitoba Government Employees
Union for their golf tournament.

^ Donated $166.84 to USWA for the SMAG Golf Tournament,

` Contributed $363.26 for an advertisement in the Building

Trades Annual Magazine.

^ Gave $1000 to Teamsters Joint Council 32 for the Jack
Jorgensen Charitable Trust.

` Donated $1000 to the Tennessee. AFL-

` Gave $200 to SW Washin;

Donated food to the Lakes and Plains Regio
Retirees Committee.

Be sure to submit у;

‘The Steve Greer Agency
` Donated $250 to the Austin Federation of Musicians Local
433 for the Music of the Heart Benefit.
^ Contributed $250 to the CWA-TSEU Local 6183 to honor
the new University of Texas graduate students,

"The Mark Hancock Agency
` Gave $100 as a hole sponsor for the Fraternal Order of
Eagles State of Indiana Golf Outing,
$100 to the Northeast Indiana Central Labor
il's Labor Day Picnic,
^ Contributed $100 to the AFSCME Council 62% 3
Biennial Convention.

The Jatoft- Foti Agency

^ Gave $2,500 to Alameda CLC for the 2005 COPE dinner,
^ Gave $1,000 to Union Ironworkers MC for the 2nd Annual
Motorcycle Run,

~ Donated $10,000 in cooperation with all California SGAs
to the CSEA for their 2005 events,

platinum sponsor, р
2 Contributed 87040 the East Bay Chapa

chapter meeting and dinner, `

` Gave $500 to the San
Trades Council for Tg

tolirament.

the Colorado | of Teamsters
ek

SGA PRODUCTION

NAME
Tom Williams 69.9

RTN
өз

YTD CATEGORY I
1stYr. 0B) |% of FYOBJ | МЕТАР
nam — vg

1st Yr. NET
$1,658,540

Pre

AUGUST CATEGORY II

Sof FYOBJ| МЕТАР |NETALP OB) |% of ALP OBJ)

1st Yr. NET | 1st fr. OB)

RTN

YTD CATEGORY II

1st Yr. NET | 1stYr.0BJ | % of FYOBJ| war

NET ALP OBJ |% of ALP OBJ}

pr*

18 Spotlight September 2005 W Воск to the Basics

Spotlight September 2005 8 Bock to the Basics

PR Representatives

Debbie Enstedt
Winnipeg, MB

Malka Arony
Phoenix, AZ

Sue Akers
Omaha, NE

Cheryl Cook
Harrisburg, PA

20 Spotlight September 2005 8 Back to the Basics

‘Charles Hill
Concord, CA

Catherine Briggle
Phoenix, AZ

John Wagner
Cincinnati, OH

August Production

1. Debbie Enstedt

2, Malka Arony
3. Charles Hill

7,02 | HO CA/Hartman
6,347 | Jatoft-Fori

PR Representatives

YTD Production

“1, Debbie Enstedt
72. Joseph Galusha
3. Malka Arony

130,444 | Rick Altig
35,418 | Durhon Oldham
34/17 | HO CA/Hartman

All Time PR < duction Record

1, Malka Arony HO CA/Hartman
2. Charles Hill 5,085 | Jatofi-Foti.

3. AL Wall 4,327 | Joshua Chalom

4. Laurie Onasch 3,570. | Manone/Altig

5. Robin Andrade 3204 |David Zophin

All Time PR Card Production R

YTD: 61,879 cards Denise Bowyer

"1, Malka Arony 26,453 | HO CA/Hartman
72. AI Wall 17,310 | Joshua Chalom

3. Mark Gagliardi 13,953 | Jatoft-Foti

4, Robin Andrade 13,435 | David Zophin

5. Richard Meshulam | 13,398 | David Cohen.

1. Cheryl Cook 13 ` |Oldham-Hadayia “1. Cheryl Cook 66 ` | Oldham-Hadayia
2. John Wagner 9 | Steve Jakubezake 72. Renee Flannery 63 | Jim Surace

3. Jerry Hartnett 8 Mare Morton 3. Susan Fuldauer 54 Mark Hancock.

4. Patti Morgan 7 (Мак Rosen 4. Richard Case 45 (Jim Surace

4. Erin McKee. 7 [Rusty Jewell 5. Billy Sauers 41 [Tom Williams

“1, Vivian Dwyer Altig-Hay/Bitman
^2 Catherine Briggle | 12,038 | Steve Hartman

3. Irene Ruryez 7,897 | Jim Surace

4, Mario Soljan

5. Brenda Swecker

Steve Friedlander

Chris La Fond.

All Time PR Group Production Record

YTD: 110 groups Richard Case

Category A = SGA categories one and то. Category B = SGA categories three, fous, and fie, Category C = Top number of group тейи» signed from all
SGA categories. Public Relations Manager selection guidelines for recognition in the рае are as follows: Murt ve fue PR Representative coded and metal
riditonrpisenent. No, please note, the number of leads wil be used to break a е în Category C.

Spotlight September 2005 W Back to the Basics 21

"The NAIC Model Regulation defines “advertisement” as material
designed to create public interest in life insurance or annuities
or in an insurer, or in an insurance producer; or to induce
the public to purchase, increase, modify, reinstate, borrow on,
surrender, replace, or retain a policy.

Also, did you know it is required that if any benefit is
mentioned in a brochure or flyer, all limitations must be
detailed? And did you know if you refer to a recommendation
by any commercial rating system (like A.M. Best) you must
clearly indicate the purpose of the recommendation and the
limitations of the scope and extent of the recommendation?

For this reason, virtually all State and Provincial Insurance
Departments have regulations concerning advertising.
‘Therefore, most departments require all advertising materials
to be reviewed and approved by a company’s Home Office.
Our Company policy requires all materials any Agency may
be using when dealing with prospects or policyholders, if not
provided by American Income ог National Income directly, to
be forwarded to the Home Office for review.

When submitting materials for review, here are a few things
to remember. All lead letters must be approved prior to
mailing, and be sure your lead letters clearly state the AD&D
coverage is provided through “American Income Life Insurance
Company" or “National Income Life Insurance Company."
‘The full company name should be used, not just American
Income or National Income. Also, the lead letter should state
“an American Income (or National Income) representative
will be calling to set up an appointment to deliver the benefits
and explain other insurance coverage available.”

We are not mandating that you use specific forms or scripts
but we do want to review what is being used as representation
of the Company. In addition to lead letters, any presentations,
phone scripts, or letters sent to a policyholder regarding
American Income or National Income should be sent to the
Home Office for review. Once we complete the review, we
will send you confirmation that we have done so.

So please, remember to get all of your materials reviewed.

Spotlight September 2005. Back to the Basics

The Fourth Quarter is Beginning...

And You Have the Ball!

By the time you read this, the fourth quarter of the
calender year will have begun. It is an especially
active time of year with some great holidays. It is
a family time of year. It is a time of year when the
weather changes. It is also a time of year to make
the final stride toward mecting the goals you set at
the start of the year.

Many of you know that for several years 1 had
the opportunity to coach high school basketball.
I am a big fan of sports in general, but for me
there is something to be said for basketball. lt
offers athleticism, endurance, talent, discipline and
teamwork. But there are two things that really stand
out for me about basketball, First, you can practice
and get better at basketball by yourself and with few
teaching aids. Second, the fans of the sport are so
close to the action that the players cannot hide from.
а distance or under a helmet. If you are a fan of
basketball, you get / see the players. It is difficult for
а basketball player to hide from a mistake.

So you may be asking, “What do the holidays and
basketball have in common, and what do both ha
to do with American Income Life and National
Income Life?"

Basketball games are essentially decided in the
fourth quarter. At this point, everyone has worked
their hardest at the game and there is only so much
time left on the clock. It can all come down to one
last play. The people who play the biggest role in
deciding the outcome of the game are players who
want the ball. Players who want the ball want the
opportunity to succeed, and they are not afraid of

failure, They know they are under the scrutinizing
eyes of their fans, and they don't care because itis all
about them and their success now. T liked to coach
players who wanted the ball in the fourth quarter,
because people who want the ball are results-oriented
people. They see what they want, they go for it, and
they do not expect anything but succes

As you enter the fourth quarter of 2005, do you want
the ball? Do you want that feeling of satis
in knowing you succeeded under your own power?
1 mentioned this is the time of year for family
holidays, and for many of us that means a n.
increased wages. I think itis great that as a Producer
at American Income Life or National Income Life
you have an opportunity every single day to make
it an extraordinary day for increased compensation.
Tomorrow and the day after each represent a new
opportunity as well. It is an opportunity to make it
to convention, or an opportunity to take advantage

faction

of the numerous bonus programs available to you.
Better yet, it is a chance to make your family proud
of your accomplishments, You can celebrate the
holidays while knowing you were able to achieve
those goals you set for yourself at the beginning of
2005. With that success under your belt, 2006 will
be in for a great start.

Now is the time to be a results-oriented person. It is
all about you. Go out into the fourth quarter and
control your destiny, because the fourth quarter is
the time to win or lose.

You have the ball!

Spotlight September2005 8 Back to the Basics

“What we do for those in need speaks
volumes about who we are as individuals,
and what we stand for as a Company. For
Y this reason, we have committed to reaching
out not only immediately, but in the future
as well. It is our hope and desire it will still H
be possible to have our 2006 Convention in
New Orleans. We feel standing by this
decision will allow us to contribute that
" much more to the city's economy which it

will so desperately need in the coming
Й months. Given this situation, think about
the chain reaction it will have — the more
Ln [| Agents who qualify for convention, the more

money we will be contributing to the area
Il ШЇ de li devastated by Hurricane Katrina. — This is
I i ! (| why we need your help in rebuilding Мем. |
A === Orleans. So, get out there, and get in gear
for a great convention in the Big Easy.”

Public Relations Bonus

Qualifiers

Malka Arony 287.08 Casandra Robinson $306.73
ALWall $1,916.82 Tara Snowden $285.84
Laurie Onasch $1,862.00 Irene Burer
Charles Hill $1,848.48 Susan Gilbert
Recky Cutler $1,806.48 Kenneth Altizer
Rachelle Valdez $1,683.20 Fran Christie
Robin Andrade $1,274.28 Joc Ward $247.86
Jacqueline deVooght $1,255.95 Pater Nielsen $243.18

Mark Gagliardi $1,168.58 ic Dalager $242.24
Vivian Dwyer $1,146.26 Mario Soljan. $209.16
Renee Flannery $1,035.36
$1,007.76
$878.08
5770,54
Jerry Hartnett $766.52
Cheryl Cook $719.20
Suc Akers $689.70 OCTOBER

Patti Morgan
Catherine Briggle

NOVEMBER

Kelly Flora $635.37 |
William Slocum $615.32
Krissa Hensley

Leo VanDenBussche Га в.
Anne Bowyer $526.30 o>
Shannon Walker $521.81

p
t

Richard Case $511.78
Rona Pileggi Spano — | 30 $3. 4, 8 5 7. 1 1
Brenda DiSomma " „ H
Kenneth Lett $441.00

Timothy Farr 50

Daryl Barnete 8

Jos Galusha $364.18

John Wilkinson 5357.66

George Farenthold $343.24

Richard Meshulam $341.50

Robin Denham $337.46

Susan Cooksey $327.34

Gabriela Klert $312.60

Brenda Swecker 531073

Spotlight September 2005 ЩЩ Back to the Basics

Leadership Bonus

August Bonus Qualifiers
N O'Connor БЕТ] Jett Diecedue 5186334 Steven Барзу suns
Barry Dil sss Wile Hanlen nsan Wane Wong E
Doreen Bian Eat $5,606.84 Par Coughlin $1,835.27 Noah Allünburgh 3328.58
Matthew Wolfner зз Tony Motley DESTO Clenn Snowden 9515.05
Марне Пима 85,492.83 Tod Brown DEE Susanne Mano $310.50
| Alex Roland $5,427.91 Arthur Greene $1691.79 Randy Downs $310.46
Val Herman ma Joe Sanchar 160706 Shown Weder $302.62
амоно Hauck $4,967.65 limo Pae 159327 Flavio Mendes sso
Jim Bianchi 491518. Ramin Madani $1,485.60 Fernando Соптадет. ‘$293.18
Сараа enne DEEN Маме Laramie qnn Wiliam Ju GEI
Mi Cook 3425975 Shakin Crump s2038 ‘Scott Mellgren pr
Mathow Hace $4,161.45, Karen Mäert Ll Jason бөтен mn
Sonny Gurney $4,134.23 Edwand Hanna $679.08. Scot Касар $282.61
Mork Weter $4,089.47 Michael Nowak 3636.76. Robert Ehlers $282.30
David Salomonoy mann Clayton Frost жим Diana Shagryera $280.05
Мил Gilbert Т Seven King "osx а Кон ausis
Melanie Cohen. 3375932 Durid Tubbin 362129 ‘Harold Canter юв
Horace Johnson BBA Jamie кем, $599.24 ле Remona wan
Josh Goodman sinas Bryan Јен asma Patricia Harris ` qus
Matthew Hogan $3,527.33, Andrew Limot 457625 Psulins Boire n
Jon Molio sons Weston Fouer $867.77 Deni Davidson suos
Derek Bates 1321626 Wolle Birner $561.08 БЕР]
ut aris mann Тама Fher 56065 ээм
Ryan ендо $3,196.00 Tommy Chan DEN vs
DeMario Cooper sonn Jihan Lamb sas nan
Dorian Oldham 82,895.86 John Castore 8515.14 9252.14
David Wang. $2,883.68 Ricardo Ferreira 489.18 9251.61
Jeremy Welch $2,803.26 Randy Tessier seas $250.66
Alim Jennings $2,799.36 Zachary Mart p $250.56
Narinder Dhillon men Mary Ann бийс suia АП
Mate Hendenon. $2,292.58 Cesar Astralaga $429.54 Linda Huck, $2058
Willan Chro smn Jam Сат миз Nos Gonzales sica
Mark Gorman mmm Sue Weis au Jeffrey Roberts 32093
Mary Ayureagottia $2,156.61 Robert Christian 3396.77 Leo Poner $183.90
bo Pied змові Cusey Chun. $387.61 Andrew Manchon DE
Elaina Bosco 92,116.49 George Noujaim 336722 Richard Refano $129.26
James sip DEE Roxanne Корр em

Robert Dunn 3135461 Frank Sommers $352.60
Javon Young, $1,931.32 Aer Regey $347.10 $189,270.74 |
Musine Moody mmm Wuar Камо suns $189,270.74

Spotlight September2005 Wi Back to the Basics

Retention Bonus

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Spotlight September 2005 Wi Back to the Basics

Retention Bonus

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Spotlight September 2005 Ш Back to the Basics

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